| T.R | Title | User | Personal
Name | Date | Lines |
|---|
| 4502.1 | | USOPS::DFITCH | Digital=DEC ReClaim TheName! | Fri Mar 22 1996 16:11 | 10 |
| Worldwide News LIVE WIRE
Digital 64-bit Alpha workstations to power ... Date:
22-Mar-1996
Screen 1
of 4
Digital 64-bit Alpha workstations to power U.S Air Force
contract
they must have read your note! 8^)
|
| 4502.2 | 37000 Alpha workstations ! | PASTA::MENNE | | Fri Mar 22 1996 16:44 | 5 |
| I heard this during the business segment of the news on WBZ radio this
morning. The Air Force is buying 37,000 (37 thousand ! ) Alpha workstations.
I hope the report was accurate.
Mike
|
| 4502.3 | Hughes and SUN are prime contractors | TAVIS::ERAN | Eran Gorev @ISO, DTN : 882-3402 | Fri Mar 22 1996 16:49 | 11 |
|
Hughes and SUN are BOTH (!!!) prime contractors in this case, and they
still need to split the business between them.
Digital will be selling the Alpha workstations to Hughes, not directly
to the Air Force.
Fine with me ...
Eran
|
| 4502.4 | Confirmed in LIVE WIRE ! | PASTA::MENNE | | Fri Mar 22 1996 16:50 | 2 |
| Confirmed in LIVE WIRE !
|
| 4502.5 | | ZENDIA::HAKKARAINEN | so many roads to ease my soul | Fri Mar 22 1996 16:54 | 2 |
| The number 37,000 is reported in PCN's new release from DEC. (PR
Newswire)
|
| 4502.6 | | DYPSS1::COGHILL | Steve Coghill, Luke 14:28 | Fri Mar 22 1996 17:02 | 7 |
| It's my understanding this contract has not been signed yet --- it's
just been awarded. A 30-day waiting period is in force to allow
others (IBM, HP and SGI) to contest the award. Contesting an award
is SOP an usually has no affect on finalizing the contract.
Digital made a fortune off of SEWS. Let's hope we repeat the
business.
|
| 4502.7 | | QUARK::LIONEL | Free advice is worth every cent | Fri Mar 22 1996 17:03 | 3 |
| It was mentioned prominently in this morning's Boston Globe.
Steve
|
| 4502.8 | workstations | FREMP::ACQUAH | | Fri Mar 22 1996 17:17 | 4 |
| re:-3
the 37,000 is what Digital will supply. From livewire. it did not say how many
Sun will supply
|
| 4502.9 | | FREBRD::POEGEL | Garry Poegel | Fri Mar 22 1996 18:35 | 7 |
|
The annoucement I saw from the program manager said "at least" 20,000
workstations over 5 years.
Next big one is for the U.S. Army late this spring. Keep those finger crossed.
Garry
|
| 4502.10 | This is better than you think | NCMAIL::YANUSC | | Fri Mar 22 1996 21:21 | 16 |
| No matter how you slice it, this is a big, big win for any selling into
the Government space. Digital has been maligned by many customers for
not winning, or being on the winning team, for these huge buying
vehicles. Well, we're are finally on one, and I think you will see us
begin to break a 5+ year old stranglehold by Sun on the workstation
space. More importantly, this will give a stamp of legitimacy to
porting a number of Government initiatives to the Alpha platform,
giving us a fighting chance against Sun.
Don't get caught up in the fact that Sun is also a winner on this
vehicle - few if any will be awarded to a single vendor now or in the
future, by the Feds. And don't be caught up into whether it will be
20K workstations, or 37K worth of workstations - it is significant well
beyond the actual numbers sold directly through AFWS.
Chuck
|
| 4502.11 | | PADC::KOLLING | Karen | Fri Mar 22 1996 22:49 | 3 |
| Who was responsible for this sale? Let's pat them on the back in
public...
|
| 4502.12 | Do it again! | NEWVAX::MZARUDZKI | preparation can mean survival | Sat Mar 23 1996 10:07 | 8 |
|
Forget the pat on the back, give 'em time off and cash in the wallet.
Then ask the *same* people to do it again in the government space, and
ask them if they would be so kind as to share their experiences. Build
from it.
Congratulations.
-Mike Z.
|
| 4502.13 | This "sale" is a license to hunt! | STOSS1::MSPENCE | | Wed Mar 27 1996 17:16 | 13 |
| My experience with these large government contracts is that they are
"a license to hunt". In othger words the procurement officer figures
out the most optimistic numbers that could buy the new offereing based
on existing similar systems. Then negotiates the lowest price. However
each program has to come up with its own funding and ROI justification.
Often they upgrade with the existing vendor because it is easier
(incremental cost) and the software that was portable at the beginning of
the program is now rich with vendor specific features added by the
users or their contractors etc. This "order" is potentail buying
vehicle that local procurement officers can use if they are so inclined
and have been sold. You still need "feet on the street" to break old Sun
buying and using habits and sell the merits of your products.
|
| 4502.14 | The sun is not Bright! | ODIXIE::GALVEZ | | Sat Mar 30 1996 01:34 | 3 |
| Congrats to the person or persons that made this possible. Now the Sun
will have to rekon with DEC at its best!!
AKA(ag)
|
| 4502.15 | TPM Speaks | SEAWLF::UEBERSAX | Kris Uebersax,US Govt Programs | Wed Apr 03 1996 10:06 | 26 |
|
Air Force Workstations was won by a relatively small team in the
government program office in COP, Greenbelt, MD. Many of us are TAC-4
veterans. Lessons learned from the TAC-4 loss helped us win this one.
We don't know how many workstations we're going to sell since this is
an Indefinite Delivery Indefinite Quantity (IDIQ) contract. Estimates
range from 7,000 to 20,000. The govt plans to buy 37,000 workstations
total from the 2 awardees over 5 years. They are authorized to spend
$956,000,000. Our share depends on how well we compete with Sun. Our
confidence is high in that regard.
I've entered several announcements in the following replies starting
with mine.
I was the Technical Program Manager responsible for Digital's part of
the Technical Volume of the proposal (which included the workstations
and most of the software) and the benchmarking.
The team is now very busy helping Hughes get ready to deliver. The
first order has already arrived. As soon as things settle down I'd be
happy to share how I think we won this program.
Regards, Kris
|
| 4502.16 | TPM thanks technical team | SEAWLF::UEBERSAX | Kris Uebersax,US Govt Programs | Wed Apr 03 1996 10:24 | 36 |
|
Hi Greig,
Please forward this to TSG and wherever you think appropriate...
Yesterday I was overwhelmed with kudos on the AFWS win. It was quite an
uplifting experience and one I won't forget.
Let us not forget, though, that a team of dedicated professionals contributed
to this win:
Dave Estes Hardware Lead
Frances Guiles Software Lead
Alan Bollinger Software Review
Steve Leventer/
John Davenport Benchmarking
Laura Crews Proposal
Paul Koons Peripherals
Larry Cole Networking
TSG, FGR, and Digital should be very proud of the work they did. They quietly
and professionally produced a quality proposal which set the trend for low
CR/DR counts. Their proposal was evaluated NUMBER ONE technically even though
I wouldn't let them pull out the stops ;-) They hit a grand slam achieving
the best technical score AND lowest evaluated cost to the govt.
Credit also goes to Jim Rosser for his leadership and confidence in us.
Our competitors are on notice that this team has arrived.
Congratulations to EVERYONE for a job well done!
Best Regards,
Kris Uebersax
AFWS Technical Program Manager
|
| 4502.17 | Program Manager Announcement | SEAWLF::UEBERSAX | Kris Uebersax,US Govt Programs | Wed Apr 03 1996 10:27 | 98 |
| Subject: AFWS CONTRACT AWARD 1
From: NAME: ED LOUGHMAN @COP
FUNC: FPO SALES
TEL: 339-5164 <LOUGHMAN.ED@A1@GRANPA@DCO>
To: See Below
The AFWS Program has been awarded to the Hughes/Digital Team!
The Contract valued at over $300M includes 33,500 Workstations,
MCS Maintenance Support and significant SI potential.
A team of superb dedicated professionals was the key to success!
o Kris Uebersax - Technical Director
o Tom Pariser - Operations Manager
o Steve Orton - Air Force Business Development
o Mike Miller - FGR Finance Manager
o Harold Holmes - MCS Capture Manager
o Debbie Brown - FGR Contracts Manager
More to follow!
Ed Loughman
AFWS Program Manager
From: ED LOUGHMAN @COP
Subject: AFWS PROGRAM PROFILE
Date: 16-Feb-1996
Precedence: 1
***********************************************************************
OPPORTUNITY PROFILE: AIR FORCE WORKSTATIONS (AFWS)
REVISION DATE: 03/05/96
PROGRAM ROADMAP: AWARDED CONTRACT
CUSTOMERS: US AIR FORCE AND CIVILIAN AGENCIES
STATUS: HUGHES/DIGITAL WAS AWARDED THE AFWS CONTRACT
ON MARCH 20, 1996. PROJECTED CONTRACT VALUE
IS IN EXCESS OF $300 MILLION.
CURRENT FOCUS IS ON THE 45 DAY MARKETING
LAUNCH PLAN AND THE EXTENSIVE PROGRAM
IMPLEMENTATION REQUIREMENTS.
STATUS INFORMATION AVAILABLE FROM AFWS PMO,
FEDERAL GOVENMENT REGION, GREENBELT, MARYLAND.
DIGITAL CORE SUPERIOR PRODUCT FIT OF RISC WORKSTATIONS,
COMPETENCIES: WORLDWIDE SUPPORT, PROGRAM MANAGEMENT,
UNDERSTANDING OF SPECIFIC TECHNICAL REQUIREMENTS.
INDIRECT: SUBCONTRACTOR TO HUGHES DATA SYSTEMS (HDS)
TYPE OF CONTRACT: DUAL AWARD IDIQ FFP CONTRACT WITH PROJECTED
VALUE OF $1.2 BILLION OVER LIFECYCLE.
REQUIREMENTS: PROCURE 37,000 SYSTEMS FOR C2 AND NON-C2 PROGRAMS,
i.e. CTAPS, IPS,WCCS,SEWS, REQUIREMENTS COULD
INCLUDE WORLDWIDE SUPPORT, PROFESSIONAL, AND
ENGINEERING SERVICES, BEST VALUE SOLICITATION
WITH FIVE (5) YEARS FOR HARDWARE AND SEVEN (7)
FOR SERVICES.
MILESTONES: O6/30/95 PROPOSAL SUBMITTED
03/20/96 AWARDED
05/17/96 FIRST CUSTOMER SHIP
COMPETITION: HUGHES DATA SYSTEMS/DIGITAL
SUN/WANG FEDERAL
PROGRAM TEAM: PROGRAM MANAGER ED LOUGHMAN 301-918-5164
BUSINESS DEVELOPMENT STEVE ORTON 301-918-5016
TECHNICAL MANAGEMENT KRIS UEBERSAX 301-918-5286
OPERATIONS MANAGER TOM PARISER 301-918-5957
AFWS PMO FAX 301-918-5073
*********************************************************************
|
| 4502.18 | FGR Program Director Announcement | SEAWLF::UEBERSAX | Kris Uebersax,US Govt Programs | Wed Apr 03 1996 10:37 | 106 |
| Subject: AFWS WIN! 1
From: NAME: GOVT @COP
FUNC: Govt Communications, FGR ABU <GOVT@A1@GRANPA@DCO>
To: See Below
CC: See Below
***************************************************************************
THIS MESSAGE COMES TO YOU FROM
R.G. GUILBAULT
DIRECTOR OF PROGRAMS AND BUSINESS DEVELOPMENT
FEDERAL GOVERNMENT REGION
***************************************************************************
1. It gives me great pleasure to announce that Hughes Data Systems
with Digital as its key partner was one of the two award winners
of the Air Force Workstation contract. The overall value of the
contract to Hughes is approximately $300M with $220M for Digital's
hardware, SI and MCS. Hughes bid our Alpha low-end, mid-range and
high-end workstation on this contract as well as several component
products, SI and service offerings. This represents a major win
in the Federal Government Region's goal of capturing marketshare
and should open our workstation to DOD's Global Communications &
Control Systems (GCCS). Our challenge is to target the expected
7000 workstations that we can hope to be awarded in order to
capture tactical Air Force users, application developers, key
contractors and Air Force laboratories. We will also be focusing
on non-tactical Air Force customers as well as non-DOD customers
which can buy up to 20% of this contract's value. More specifics
to come in this regard. However, this is the first step in our
strategy of winning IDIQs for you both as a prime and a
subcontractor. Congratulations to our capture program manager, Ed
Loughman and Kris Uebersax our technical PM; to Mike Oates of FGR
programs; Steve Orton, our Business Development manager; Debbie
Brown for a winning contract, Mike Miller our financial manager
and Tom Pariser for pricing support.
2. We are working with Jim Beaupre to provide sales personnel the
details on this contract so that you can immediately capitalize on
it this next quarter, and no later than Q-1, FY-97. This is a
five year contract for hardware with an additional two years for
services. AFWS also provides a significant opportunity for System
Integration revenue over the full seven years of the contract.
Consequently, we need to aggressively implement this award and we
also intend to expand what can be provided under this contract.
Ed Loughman will remain as our implementation manager and will
drive our expansion initiatives.
3. There is no doubt that we will all be challenged in the early
stages of the implementation. The Air Force and Hughes have very
high expectations. We will have to compete with SUN, the other
winner in this dual award contract. However, with HDS, we have an
aggressive strategy to directly attack SUN at their installed
base.
4. It is worthy to note that this partnership with Hughes Data
Systems is the kind of true alliance that the Federal Government
Region seeks with Federal Government Prime Contractors. It has
and will continue to be a team effort. Furthermore, when Hughes
saw our commitment, willingness to function as true partners and
customer appreciation, they were ready to focus on the quality of
our products and asked us to be the providers of low-end
workstations (Mustang 200 4/166) instead of only bidding high end
pentium products as they originally planned to offer on their
DeskTop V bid. Incidentally, we expect the Air Force to award the
DeskTop V contract early next month.
5. We have several more programs that we are locked on and tracking.
These include; Army Workstations and SHARP in DoD, SEWP II in NASA
and Civilian Agencies; CENSUS, TDPI, and Son of NOAVA/PAIRS in
Civilian Agencies and Mid-Range Servers in Postal. Navy
Workstations and SUPERMINI-3 in DOD and CERTAN in Civilian
Agencies are other opportunities which we are also qualifying. We
are working hard to identify the appropriate SG&A to pursue as
many programs as possible where revenue potential dictates. Next
expected award after DeskTop V, is Army Workstation in May/June.
6. Again, congratulations to our Program Capture and Business
Development Team. We will provide further details as they unfold.
7. In closing, I am particularly pleased that the first program that
the FGR has qualified and pursued since I took over capture
program responsibilities turned out to be such a winner. It also
reinforces the notion that DOD has truly become joint when an
Ex-Navy Admiral can spearhead an Air Force program win. An even
more satisfying aspect of this win is that it is only one of
several program opportunities for real growth that we are pursuing
in the FGR. It also reflects a superb partner relationship that
we have established with Hughes Data Systems that should serve as
a model for future partnering ventures. Our hope is that all your
Air Force customers will ask for their very own Digital
workstation for 1996 and that outside DOD, we fully reach 20% of
contract limit. Ed Loughman and I are supporting Jim Beaupre to
kick off a terrific sales campaign. Also, our goal with Hughes
Data System is to expand this contract as much as possible. Your
feedback will be vital. Remember, "whatever it takes" and I am
here to personally work with Hughes Data System to help you make
it happen.
Regards,
Gil
|
| 4502.19 | Americas ABU Announcement | SEAWLF::UEBERSAX | Kris Uebersax,US Govt Programs | Wed Apr 03 1996 10:38 | 73 |
| Subject: Congratulations - Air Force Workstations 1
From: NAME: Kannankote Srikanth @OGO
FUNC: ABU Americas
TEL: 508-496-8453 DTN 276-8453 <SRIKANTH.KANNANKOTE@A1@STOWOA@OGO>
To: See Below
CC: See Below
Gil & Team:
Congratulations on your great win with the Air Force Workstations (AFWS)
program. This impressive win in partnership with Hughes is testimony to
the efforts of the team, our products and services.
Over 27,000 workstations and the associated MCS and SI services with
potential Digital revenue of over $340 Million is phenomenal. This is
only the beginning for this team, I am confident that you will also win
programs like Army Workstations, Navy Workstations, Supermini-3, Sharp,
SEWP II, Census and TDPI.
Please convey my thanks and that of Digital to the entire extended team.
Regards
Sri
PROGRAM: Air Force Workstations (AFWS)
CUSTOMERS: U.S. Air Force and Civilian Agencies
CONTRACT TYPE: * Dual Award IDIQ (Indefinite Delivery Indefinite Quantity)
contract to two offerors:
(1) Hughes Data Systems/Digital (Prime/Subcontractor)
(2) Sun Federal/Wang Federal (Prime/Subcontractor)
CONTRACT VALUE: * Estimated value to Digital is $340 million
for Hardware, SI, and MCS.
* Projected value of dual award is $1 billion over
lifecycle of contract
CONTRACT DURATION: * 5 year lifecycle for hardware
* 7 year lifecycle for services
MARKET IMPACT: * Provide much needed buying vehicle for Department of
Defense and Civilian Agency accounts
* Institutionalize Alpha platform with projected
installation of 37,000 Alphastations
* Anticipate ripple effect in associated government
programs and initiatives
MILESTONES: O6/30/95 Proposal Submitted
03/20/96 Program Award
05/17/96 First Customer Ship
DIGITAL
PROGRAM TEAM: Program Director Gil Guilbault
Program Manager Ed Loughman
Business Development Steve Orton
Technical Management Kris Uebersax
Operations Manager Tom Pariser
FGR Finance Manager Mike Miller
MCS Capture Manager Harold Holmes
FGR Contracts Manager Debbie Brown
HUGHES CONTACT: E. O. Knowles President
Hughes Data Systems, Inc.
|